Give Consumers Compelling Reasons
I found out that my competition was delivering to the prospect once a week. To gain their business and gain it at a higher price per item, I simply created a compelling reason for them to buy from me: I promised to deliver product twice a week.
In my retail businesses my prospects and customers told me that in order to sell more products and services they needed a lower financing terms. To out-market and out-sell my competition, I created the compelling reason: extended financing.Instead of financing purchases for up to 36 months, like my competition, I made a deal with my finance company to go up to 48 months, which lowered the monthly payments.
Other customers wanted a larger selection than I offered, so I created a different compelling reason for them. I shopped my competition, determined the number of pieces they carried in specific categories and I increased my inventory to become the largest provider in my market. A large and varied selection became another compelling reason for people to shop and buy at my store.